That's a wrap on Day 2 of Gartner CSO & Sales Leader Conference. Highlights from the day include: ✅ DEI within sales teams ✅ Digitally immersive selling experiences ✅ Improving sales performance Learn more on the Gartner Newsroom: GartnerSales
Presented by Elizabeth Beard, Director Analyst, Gartner
Elizabeth Beard shared how B2B buyers can maximize their chances of completing a high-quality deal at the Gartner CSO & Sales Leader Conference.“The behaviors of B2B buyers have changed dramatically over the last few years as they rely on digital channels to augment the buying process.” Unifying sales and marketing efforts in a digital sales room to close deals faster and more effectively.Building a Diverse Sales Team in a Challenging Labor MarketToday’s tight labor marketing is making it more difficult than ever for CSOs to backfill sellers or deliver on promises to grow the sales force. In his session,, Senior Director Analyst at Gartner, discussed how sales leaders can attract the top sales talent of the future.
“Diverse sales teams are more successful: When measured against outcomes like team collaboration, intent to stay and discretionary effort, an organization that is both diverse and inclusive, will perform better in each of these dimensions.”Sales leaders who want to attract and retain diverse sales talent need to follow the three “Rs”:candidate profiles on skills and behaviors: Align competencies to actual work, audit job descriptions and recruit from non-traditional sources.
Greg Hessong outlined the three “secret sauce” technologies that help sales managers reduce burden and help focus at the Gartner CSO & Sales Leader Conference.“There needs to be a plan for how managers can make better use of existing tech, and this requires equipping them with insights to provide better guidance, and to see where risks and opportunities lie.”
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